Articles & Speeches

Winning Strategies for Community Banks
Community banks are under pressure to grow and remain relevant—to attract new customers as their existing customer base ages. But smaller banks face particular challenges. Some alarmists are even sounding the death knell for small community banks. April 13, 2017, by Mark Gibson (ABA Bank Marketing)

Skills Gap
As banks transform, employee skills don't always keep up. How to overcome the shortfall. April-May 2017, featuring Mary Beth Sullivan (Banking Exchange)

Ahoy! Onboard Customers for Life
What if you could improve new customer retention rates 25% – 50%? What if you could lift cross-sell campaign responses 1.5 – 2.0 times within the first 90 days of new account opening? What if you could increase revenue from new customers 35% – 40%?
April 5, 2017, by Mary Ellen Georgas (ABA Bank Marketing)

The Battle for Mass Affluent Gen Xers
NYBA Small Business & Retail Conference, April 4-6, 2017 (conference website)

Driving Value Through the Branch (panel discussion)
NYBA Small Business & Retail Conference, April 4-6, 2017 (conference website)

The Reputational Risk of Regulatory Reform
These days, there is considerable speculation about potential changes in the regulatory environment. Questions center on the fate of Dodd-Frank, the role and structure of the Consumer Financial Protection Bureau, and the focus of regulatory reviews and enforcement actions. March 2, 2017, by Rolland Johannsen. (American Banker BankThink - subscription required)

Reputational Risk are Heightened by Tense Political Climate
The newest reputational threat has nothing to do with violations of regulations or ethical norms, but rather with the extreme polarization and activism spreading through the country. February 22, 2017, by Rolland Johannsen (American Banker BankThink - subscription required)

Payments Disruption: You Ain't Seen Nothing Yet
A whole host of industries have been altered dramatically by the entrance of technology-based category disruptors that have changed the competitive landscape and left once-powerful companies to either wither or die. Retail, media, news, entertainment and transportation are just a few industries that have experienced painful (for some) transformations. The question remains, "Is the banking industry next?" We believe the answer is "yes!"  November 9, 2016, by Rolland Johannsen (American Banker, subscription required)

"We're Not Wells Fargo" Won't Cut It With Regulators
In the wake of the Wells Fargo scandal, many inside and outside the industry are asking a very simple question: "Are the unethical sales practices unique to Wells Fargo or do they have broader industry implications?" October 21, 2016, by Rolland Johannsen. (American Banker BankThink - subscription required)

Meet the ROI Challenge Head On
NEFMA Fall Conference, October 14, 2016. (Conference website)

Building a Data-Driven Marketing Organization
NEFMA Fall Conference, October 14, 2016. (Conference website)

Getting Big Results from Small Data Analytics
ABA CFO Exchange, September 20, 2016. (Convention website)

Fighting the Talent Battle in Bank Marketing
Chief marketing officers tell us they have two huge challenges today: shifting their existing staff to the digital world; and finding enough analytical talent to inform and measure successful campaigns. August 29, 2016, by Mark Gibson. (BAI Banking Strategies)

Is Size an Advantage? Not Always, Our Ranking of Regional Banks Shows
The combination of higher regulatory expenses and reduced income from interchange fees is taking a toll on the profitability of banks with $10B to $50B. July 27, 2016, by Andy Peters, featuring Kevin Halsey. (American Banker - subscription required)

Leveraging Digital Advertising
Marketing has changed more in the past three years than in the previous thirty as new media channels, including social, have proliferated. Bank marketers know they need to move an increasing portion of their ad budget to digital. The questions are: how much and to what? July 5, 2016, by Mark Gibson (BAI Banking Strategies)

How Bankers Can Address Growing Budgeting Headaches
Budgeting at banks is a tricky balancing act that gets more challenging each year. June 8, 2016, by Jackie Stewart, featuring Claude Hanley (American Banker - subscription required)

Fighting the Talent Battle in Bank Marketing
Bank chief marketing officers need to be proactive in building teams that can operate effectively in today's digital world. May 2016, by Mark Gibson. (download BAI Banking Strategies Executive Report)

Lessons from the Top-Performing Banks
High-performing banks still managed to deliver double-digit returns on equity capital last year. June 1, 2016, by Mary Beth Sullivan. (American Banker's BankThink - subscription required)

Why Midsize Banks Rule Right Now
Large enough to meet customer needs yet small enough to escape some of the Dodd-Frank Act's most onerous compliance expenses, banks with assets of $2B to $10B are more profitable, as a group, than their smaller and larger counterparts. May 26, 2016, by Alan Kline, featuring Kevin Halsey. (American Banker - subscription required)

The C-Suite-Savvy Marketing Plan
The Financial Brand Forum 2016, May 17, 2016. (Convention website)

Leadership Lessons from High Performing Banks
Pennsylvania Bankers Annual Convention, May 12, 2016. (Convention website)

Fighting the Talent Battle in Bank Marketing
Bank chief marketing officers need to be proactive in building teams that can operate effectively in today's digital world. May 2016, by Mark Gibson. (PDF - BAI Banking Strategies Executive Report "Marketing's New Horizon") (website link)

Building a C-Suite Savvy Digital Marketing Plan
If financial marketers hope to get the resources and budgets they want, they must first build a digital marketing roadmap and get the the C-suite on board. May 3, 2016. (The Financial Brand)

Which Small Bank Has the Biggest ROAE?
CPG is proud to partner again with the American Banker to rank 2015's Top Performing Banks. Part 1: Publicly traded banks and thrifts with less than $2 billion in assets. April 25, 2016. (American Banker - subscription required)

Strategic & Long Term Capital Planning
Missouri Bankers Association Bank Finance & Accounting Forum, April 14, 2016. (Missouri Bankers Association)

Marketing ROI in Banking: A Big Black Hole?
How can anyone figure out how much should be spent on marketing if they can't calculate ROI? Marketers have to run the numbers and do the math. April 11, 2016, by Mark Gibson. (The Financial Brand)

Utilizing Branch Network Insights to Generate Better Branch Goals, Marketing Strategies, and Sales
Pennsylvania Bankers Branch Transformation Conference, March 30, 2016. (Pennsylvania Bankers Association)

The Marketing Divide: How CMOs and The C-Suite Must Connect
In the financial industry, there are major disconnects between CMOs and their peers at the executive table. How does everyone get on the same page? March 8, 2016, by Mark Gibson. (The Financial Brand)

Creating Relevancy in the Age of the Millennials
Pennsylvania Bankers Association Women in Banking Conference, March 7, 2016. (Pennsylvania Bankers Association)

Getting Big Results with Small Data
Rather than devoting huge resources to unproven Big Data programs, most banks are better off utilizing Small Data analytics in 5 key categories, February 12, 2016, by Claude Hanley and Rolland Johannsen. (BAI Banking Strategies)

Achieving Top Tier Performance
Massachusetts Bankers Association CEO/Senior Management Workshop, January 28, 2016. (Massachusetts Bankers Association)

Top 10 Banking Trends for 2015
BAI Banking Strategies, January 12, 2016, by Jim Marous featuring Mary Beth Sullivan. (BAI Banking Strategies - subscription required)

Getting The Most From Your Retail Network
NYBA Financial Services Forum. November 4, 2015, by Rolland Johannsen. (NYBA Conference Website)

Translating Branch Network & Channel Insights into Actionable Marketing Strategies
American Banker - Banking Analytic Symposium. October 5, 2015, by Mary Beth Sullivan, Kevin Halsey, and Mark Gibson. (American Banker Conference Website)

Comparative Analytics in Commercial Banking
As commercial banking becomes more important to institutional profitability, bankers need to develop comparative benchmarks in this area similar to those used in retail banking. August 21, 2015, by Claude Hanley. (BAI Banking Strategies - subscription required)

Innovation: The Quest for Better Solutions and New Revenue Sources
Innovation - enabled by technology - is transforming everything, and some aspects of financial services are being seriously disrupted. St. Meyer & Hubbard Sales Executive Forum, July 28, 2015, by Mary Beth Sullivan (St. Meyer & Hubbard)

What a Retail Bank is Really Worth
At a time when the traditional business unit accounting unfairly discounts the value of deposits, and thus of the retail franchise itself, banks need to rethink their evaluation of institutional profitability.  July 20, 2015, by Rolland Johannsen. (BAI Banking Strategies - subscription required)

CFPB Priorities for 2015
Consumer bankers should be aware of the CFPB’s areas of focus in 2015. The Bureau’s actions will have immediate implications for compliance risk and profitability in various areas of consumer banking services. (CPG White Paper)

Where Banks Need to Focus If They Want to Outperform
A comparison of high performing banks with their overall peer group highlights important themes that should inform executives as they develop strategic priorities. May 26, 2015, by Kevin Halsey (American Banker BankThink - subscription required)

Spotlight on the Best-Performing Banks
Articles and a slideshow of some key metrics of the best performing public and private banks with assets less than $2 billion. May 10, 2015 (American Banker - subscription required)

What the Top 200 Publicly Traded Community Banks Do Better Than Peers
CPG ranks the top 200 publicly traded community banks of 2014. April 27, 2015, by Bonnie McGeer, featuring Kevin Halsey (American Banker - subscription required)

Community Bankers Cannot Be All Things To All People
SNL: Conference Chatter Blog, April 22, 2015, by Nathan Stovall, featuring Mary Beth Sullivan (SNL: Conference Chatter)

Metrics & Measures: It's All About Higher Yields
CPG ranks the most profitable publicly traded community bank and thrifts by three-year ROAE. May 2015 (American Banker - subscription required)

Optimizing Your Retail Network
Pennsylvania Bankers Association Branch Transformation Conference, March 31, 2015, by Mary Beth Sullivan (PA Bankers Association)

Solving the Small Business Dilemma
BAI Banking Strategies, March 27, 2015, by Rolland Johannsen and Mary Beth Sullivan (BAI Banking Strategies - subscription required)

How to Design and Defend Tomorrow's Retail Bank Distribution Strategy
American Banker/SourceMedia Retail Banking 2015, March 10, 2015, Tim Quinn panelist

Community Banks Need Sleeker Approach to Small-Business Lending
American Bank's BankThink, February 24, 2015, by Claude Hanley (BankThink - subscription required)

Webinar: Create the Plan, Set the Compass, Here We Go (Strategy and Marketing Planning and Execution in 2015)
St. Meyer and Hubbard's Virtual Learning Lab, January 15, 2014, by Mary Beth Sullivan and Lance Kessler (St. Meyer and Hubbard)

Does Strategy Drive Execution? Or Does Execution Define Strategy?
St. Meyer and Hubbard's Coaching the Conversation Newslettter, January 8, 2015, by Mary Beth Sullivan a
nd Rolland Johannsen (St. Meyer and Hubbard)

Regulators Target "Excessive Reliance" on Overdraft
BAI Banking Strategies, December 12, 2014, by Rolland Johannsen (BAI Banking Strategies - subscription required)

Optimizing Your Retail Network
Virginia Bankers Association's Branch Transformation Symposium, December 2, 2014, by Tim Quinn

Top Drivers of Marketing Success: What to Budget for in 2015
BAI Retail Delivery 2014, November 12, 2014, by Rolland Johannsen and Mark Gibson (Rockland Trust)

BAI Marketing Leader's Circle
BAI Retail Delivery 2014, November 12, 2014, co-facilitated by Mary Beth Sullivan

Does Strategy Drive Execution - or Is It the Other Way Around?
ABA Bank Marketing and Sales, December 2014, by Mary Beth Sullivan and Rolland Johannsen (ABA Bank Marketing and Sales)

Overdraft Protection Rules Could Hurt Consumers More Than They Help
American Banker BankThink, November 11, 2014, by G. Michael Flores (CPG Consulting Associate and President of Bretton-Woods, Inc.) and Todd Zywicki (American Banker - subscription required)

Poaching the Best Bankers
Bank Director, 3rd Quarter 2014, featuring Mary Beth Sullivan (Bank Director)

Banking's Top Performers 2013 Part III: Community Banks
ABA Banking Journal, June 2014, by Kevin Halsey and Claire Whitesell (ABA Banking Journal - subscription required)

Is That Branch Really Needed?
ABA Bank Marketing and Sales, June 2014, by Vanessa Mambrino (ABA Bank Marketing and Sales)

Banking's Top Performers 2013 Part II: Banks with Assets between $1 Billion and $10 Billion
ABA Banking Journal, May 2014, by Kevin Halsey and Claire Whitesell (ABA Banking Journal - subscription required)

Banking Industry and Business Sector Update
Vantiv Financial Institution Advisory Council Meeting (Scottsdale, AZ), April 30, 2014, by Mary Beth Sullivan

Building High-Performing Retail Businesses Today: A Strategic Assessment
NYBA Retail and Small Business Banking Conference (Tarrytown, NY), April 10, 2014, by Mary Beth Sullivan

Banking's Top Performers 2013 Part I: Banks with Assets over $10 Billion
ABA Banking Journal, April 2014, by Kevin Halsey and Claire Whitesell (ABA Banking Journal - subscription required)

To Succeed in Commercial Banking, Get the Credit Process Right
The RMA Journal, March 2014, by Claude Hanley (The RMA Journal - subscription required) (pdf)

TD Bank Faces Uphill Battle to Conquer New York
American Banker, February 12, 2014, featuring Mary Beth Sullivan (American Banker - subscription required)

Retail Banking 2020: Outlook for Omni-Channel Strategies
New York Bankers Association Annual Meeting and Economic Forum (New York City), February 11, 2014, co-presented by Mary Beth Sullivan

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